The multi-vendor solution trend ... Compensating sales reps
Today, more and more vendors are opting for multi-vendor solutions. Do you know how to make this trend work for you? In this month's feature article, Tim FitzGerald, vice president, technology solutions practices leader at Avnet Technology Solutions, provides his thoughts on creating better solutions, getting your products included in other vendors' solutions, preparing your sales reps for this new paradigm and the role a managed service provider can play in all these.
A reader would like your opinion on what could be a touchy subject: Is it OK to offer a side program or promotion in which resellers' sales reps receive prizes or additional cash directly from a vendor? What do you think?
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